Advisers should shy away from clients eager to cash in their pension pots and bear in mind annuities are “still key to the advice process” for pots worth £30,000 to £100,000, said 2plan chief executive Chris Smallwood.

As the word ‘sales’ has been forcibly removed from advisers’ vocabularies, so the use of traditional sales aids has fallen by the wayside. So, Carmen Reichman asks, how are advisers communicating with the clients of today?